Demonstrating differences

This study aims to investigate the impact of a seller’s facial image and their expression upon buyers’ behavior in on Airbnb. The impact of facial expressions was investigated together with other relevant variables (price and customer ratings). Findings show that the impact of a seller’s facial expression on buying behavior in an online peer-to-peer context is significant. A negative facial expression and absence of facial image (head silhouette) abates approach and evokes avoidance tendencies to explore a specific web page on Airbnb, and, simultaneously decrease the likelihood to rent. The reverse effect was true for neutral and positive facial expressions. We found that a negative and positive facial expression had more impact on likelihood to rent, for women than for men. Further analysis shows that the absence of facial image and an angry facial expression cannot be compensated for by a low price and top customer ratings related to likelihood to rent. Researchers that conducted this study are: Asle Fagerstrøm (Westerdals Oslo ACT), Sanchit Pawar (Westerdals Oslo ACT), Valdimar Sigurdsson (Reykjavik University), Gordon R. Foxall (Cardiff Univesity) and Mirella Yani-de-Soriano (Cardiff University). The study is presented at ScienceNordic, Forskning.no, and Icelandic National Broadcasting Service. You can read the article in Computers in Human Behavior.